valuable your services might be, they have only potential worth until another man, or some business, or the world at large perceives desirable possibilities in you and buys the expectation that you will "deliver the goods."

Probably you have said to yourself, "If I had the chance, I know I could deliver the goods." We will grant that you are able to make delivery. However, before you will be given a chance you must get across to the mind of some prospective buyer of muscular power, or brain energy, or other capabilities such as you could supply, the true idea that you have "the goods" he needs and that your qualifications would be a satisfactory purchase for him.

In other words, it is necessary that you use the selling process effectively, with thorough scientific knowledge and a high degree of art, in order to make certain of gaining your opportunity for success. You have no doubt that you can succeed if you get the chance. But you have not realized, perhaps, that you can make yourself the master of your own destiny by first learning and then practicing until it becomes second nature to you the sure, salesmanship way to gain the opportunities you deserve. After you comprehend the sure process, you can soon develop skill in actually selling to other men true ideas of the best that is in you.

The secret of certain success in life for you, then, whatever your vocation or ambition, lies in knowing HOW to sell true ideas of your best capability in the right market or field of service. The chapters of the present book, supplemented by the contents of the companion volume, "The Selling Process," should reveal to you clearly every principal detail of this secret.

Before you proceed further with the study of successful salesmanship as analyzed in these pages, avoid a possible misconception of masterly selling. Even the most efficient salesman does not get all the orders for which he tries. By his knowledge and skill his average of failures is minimized; therefore everybody recognizes him as a great success.

So, however well you comprehend the selling process, and however skillfully you use it in your career, you will not always accomplish the particular purpose to which you apply your salesmanship. But you will markedly lessen the number and importance of your failures to do the things you attempt. You will also increase to an extraordinary degree the quantity, quality, and profitable results of your successful efforts. You will make a grand average so high that you will feel you are a real success. Others, too, will so regard you.

Therefore, whatever your life ambition, study the selling process until you understand it thoroughly; then perfect your skill by daily practice in selling your ideas, and ideas about yourself, to other people. When you know HOW to sell true ideas of your best capability in your chosen market or field of service, and have become expert in applying what you have learned, you can use salesmanship continually in your everyday work. You should feel absolute assurance that with its aid you can open the treasure house of your desires.

This universal master key that fits all locks now between you and success can be made by your own hands and head. You have begun to shape it for your future use.

How to Study Certain Success with The Selling Process

The professional salesman or saleswoman who undertakes the thorough study of both this book and its companion volume, might better read first "The Selling Process," the chapters of which apply especially to his or her vocation.

If you are a "salesman," therefore, begin your study with the introduction to that book. When you have read "The Selling Process" once, start "Certain Success" and master it. Then re-read the other book in the light of the new ideas that will have been shed upon its contents by the present text.

The practical value of "Certain Success" and "The Selling Process" to you as a salesman will be multiplied a hundredfold if both are kept handy for continual reference. The marginal index should enable you to find quickly any point regarding which you want to refresh your recollection. This set of books was not written to collect dust on a library shelf. No salesman can get the full worth out of the pages unless he uses "Certain Success" and "The Selling Process" as working tools.

If you are not engaged in selling as a vocation, and have not realized before that you must be a good salesman or saleswoman in order to achieve your life ambition, commence mastering the secret of certain success with the selling process by reading thoroughly the book now in your hands. This preliminary study will increase your ability to read intelligently the more technical contents of "The Selling Process." Do not skip or slight any portion of either book. You cannot afford to miss a single bit of information regarding the sure way to succeed.

This is the first publication of "Certain Success," but five large editions of "The Selling Process" were required in 1919 and 1920 to supply the demand from all over the world. The two books, each complete in itself, now are issued together under the double title, CERTAIN SUCCESS WITH THE SELLING PROCESS; though either "Certain Success" or "The Selling Process" may be ordered alone.

My chief purpose in preparing this set has been to stimulate each reader's comprehension of the value of skillful salesmanship to him. All of us who are ambitious to make the most of the best that is in us need to be first-class salesmen, whether we market "goods" or our personal capabilities. As has been emphasized repeatedly in this preface, every one who would succeed in life must know HOW to sell his qualifications to the highest advantage. Poor salesmanship is responsible for most of the failures of people who really deserve to succeed. It is almost surely fatal to ambitious hopes in any trade, profession, or business.

CERTAIN SUCCESS WITH THE SELLING PROCESS covers in outline the whole subject of Salesmanship. But the scope of this set does not afford room to give here a minutely detailed exposition of the special processes of making sales in particular businesses. I have compiled for you, rather, the general principles of effective selling that may be universally applied. "Certain Success" and "The Selling Process" are handbooks of fundamental ideas which each reader, by his individual thinking, should amplify and fit to his own work or ambition.

The fine art of successful salesmanship cannot be mastered in a few hours of casual reading. You will not be able, immediately after glancing through these books, to unlock every long-desired golden opportunity with absolute assurance. CERTAIN SUCCESS WITH THE SELLING PROCESS must be studied out. You should keep them always at hand like your bank books, and draw on the contents for your salesmanship needs from day to day.

You will get only a smattering of the secret of certain success if you just skim over the chapters, and skip whatever requires you to think hard in order to comprehend it all. But if you dig into the meaning of each sentence for the full idea, you will enrich yourself with constantly increasing power and skill in selling. So you will surely become a real success.